Author Archives: Paul Gough

About Paul Gough

PAUL GOUGH is one of the top Marketing and Business Coaches in the physical therapy industry and his Systems are helping clinic owners all across America run more profitable clinics. He is a published Author, Newspaper Columnist and before his stunning success in business was hired by top professional soccer teams. HIS SUCCESS STORY is one that inspires many pt's around the world - at the age of 26 Paul QUIT a high profile job in professional soccer to begin his own clinic. He had NO money, NO business or marketing skills and NO experience - and yet now owns and runs 4 pt clinics and has a proven track record of growing a physical therapy business from 0 - $2m in record time.

Violating Social Norms and Outdated Levels of Thinking

Dear dedicated reader, please pull a chair up…..

This is a longer than usual blog…

“A rock isn’t going anywhere unless someone picks it up and throws it.”

It’s one of the most basic of principles that even a school boy understands.

(Am I allowed to say school boy/girl – or should I be saying school person? lol)

It’s a law of motion that says something will remain at rest until it is acted upon by an external force.

That’s a very profound statement that a lot of people are taking “literally” in todays society (even pre-covid), who are apparently waiting for that external force to arrive from their TV, on election day, or from their social media feeds.

It seems that taking action and actually doing something – that is of real *value* – not destructive and mostly mob like – is a dying art.

Why?

Well, there are a few reasons.

People are worried that taking action might create conflict.

And since most people prefer to avoid conflict, we take the easier road, follow the crowd, and abdicate decision-making to other people.

Or, we have a great fear of the unknown.

And, as the amazing Tony Robbins taught me, we’d rather suffer a known danger than accept the risk of an uncertain outcome.

Or (especially these days), more and more people are being taught to think of themselves as helpless victims who have no control over the direction of their lives.

In todays society, we’re rewarded for coming up with excuses rather than for taking action.

Imagine a tax-system where you’re FINDED 30% if you DON’T make $100k?

And, rather than being labelled greedy for making more money, you were labelled as lazy if you didn’t??

I’m not suggesting I advocate either – I just often wonder what the level of action would be like if the system was designed to favour and reward action.

But it isn’t that people are just inherently lazy…

Although there is some of that going on, it’s actually that it’s so easy to succumb to a way of living that is driven by inertia.

And inertia only leads to one thing; inaction.

Inertia holds us back.

It prevents us from achieving what we really want from life.

But overcoming inertia is simply a choice.

There’s nothing special about choosing to over come it and in the case of a business owner, you don’t need any special course or program on how to beat it.

It is a *decision* that you make right NOW, today, and yes, especially as the world is being forced to “stand still.”

I wonder how you’re viewing the current situation Paul??

Is it an opportunity to stand still and wait to be told to get your life on track again (based on what the governments say?).

Or, is it an opportunity to get moving and find momentum in your business – and your life?

Most of the world are being told what they can and can’t do right now – and sadly, they’re believing it to be true.

As if they have no choice but to sit and wait.

Now I am not suggesting break laws or violate the requirements to keep COVID at bay…

…but I am suggesting your violate the SOCIAL NORMS and levels of THINKING that suggest all of your ability to do things, create things, make things and ultimately achieve a life that still, even in the midst of government restrictions, gives you great CHOICES.

(The quality of your life is defined by the quality of your choices). 

As an entrepreneur, you’re in a very special position right now…

The rest of the world has no choice but to put the news on and find out how their life will play out for the coming days and weeks…

Their choices will be mostly limited to what to watch on Netflix and/or what to order from DoorDash.

But you and I, we have the wonderful ability to CHOOSE how we’re going to think, how we’re going to work, how we’re going to create and ultimately how we’re going ensure that no matter what happens, or even if the government try to enforce new rules upon us this coming winter, we’re still able to live an AUTONOMOUS life at the level that is most important – our *thinking*.

The world is short of people who can genuinely think for themselves.

Think about it … it’s why governments exist in the first place.

They exist to define rules and create conditions so that people don’t have to think about keeping themselves safe.

Call me cynical, but when I’m in a restroom, in a coffee shop in California, and there’s a sign on the wall that is teaching me how to wash my hands (this was even pre-covid!), I know I am living in a world that doesn’t have the most faith in the ability of its people to think independently or autonomously.

For me, this is the sole purpose of being a business owner.

My “why” is not my kids (gasp!).

I do not go to work every day for my kids.

If it was FOR my kids – I’d have a job. I’d be coming home at sensible hours, I’d never miss a soccer practice and I’d be mentally present all weekend, every weekend.

That isn’t the life of a business owner.

I chose to be a business owner as it allows me to the expand the level of my thinking and simultaneously, the level of choices that are available to me in my life – regardless of the situation or the conditions around me.

And because of THAT, my kids get to benefit from me and through me, and most importantly, I get to teach them how to do it themselves.

That is my REAL why.

Anyhow,

In other news…

Back on “Planet Paul” (my community of 450+ clinic owners)

Google Ads + Facebook continues to be the most dominant of forces in the fight back against COVID-19 for out types of businesses.

And here’s a very simple explanation why:

People are not going to the doctors – but they ARE still looking for help and advice.

COVID-19 hasn’t stopped people looking for or wanting to get help for their back or knee pain.

It never will.

It just means there’s been a SHIFT in how they find and access such help and advice.

That shift is obvious – if they can’t or won’t or don’t want to go to their doctors office, they’re going to be looking online – Google – and the most popular phrase we’re seeing right now is a simple, “PT near me”. 

Closely followed by “best PT near me”.

It means if you are the best, and can come up first, you’re in the money.

Want some help to get there? 

Details of how my team can partner with you are here:

– How To Get Going With Google and Facebook by partnering with my Team 

Here’s to you living an autonomous and independent life – even in the age of COVID.

Sincerely,

Paul Gough

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If you want access to this full 12 page report. Where I explain my complete “More From Less” Strategy, head to my cash club trial page where you can get access to this report, and $2000 of marketing materials for just $1. When you sign up for this 30 day “Test Trial” of my entry level coaching program, you will not only see what I have done to successfully market my fours clinics during this pandemic, but what other multi-million dollar business owners around the world have done as well. CLICK HERE TO GO TO TEST DRIVE MY CASH CLUB PROGRAM AND GET ACCESS TO THE REST OF THIS SPECIAL REPORT

Enrol in a 30 day trial version of my CASH CLUB PROGRAM for just $1 today! CLICK HERE to do this and get access to the rest of this special report

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Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

MORE from LESS: The Go To Strategy During A Financial Downturn (Like here in 2020)

Well, never before in my nearly 15 years of running a company have I ever seen anything like what I have witnessed in the months since COVID-19. There’s never been anything that is as fast, as totally devastating, equally as emotionally draining as it has been financially and yet, somehow, something that has provided so many with an opportunity to reset and think about life, about business, about mistakes made and lessons learned that SHOULD provide a platform for a life and business that is better than ever. This has been sent to test you. You’re learning the lessons after the fact. Anyone who hasn’t learned something about themselves or considered more deeply what they really want from life has surely missed an opportunity? How adaptable or resourceful you are has likely been tested in the last three months and will continue to be so as we move into a very volatile, unpredictable, next 12 months or so that will require the best of you and I to navigate our businesses through the choppy waters that are out in front.

Risky Growth as A Strategy in 2020?– I Hope Not!

As I think about what is to come, the biggest mistake I foresee people making is going to be in pursuing aggressive or risky growth trying to recoup what has been lost. You don’t need to do that. Notice I didn’t say don’t plan to grow, I said just be cautious with how you grow. There’s a difference. To be clear, hiring one PT or an Operations Manager is not risky. Adding more to your marketing budget for Google or Facebook is not risky. However, adding to your staff PT in the “hope” that people may come out without a viable marketing plan or consideration of your cash reserves and the chance of a further shut down (without Government funding), is. As always, it’s the thought process – the planning – or lack of, that is the biggest risk of all.

Generalizations kill clarity. Generalizations kill businesses. Most businesses die in the growing phase at the best of times – let alone now, in this, the worst of financial times. What I am suggesting is that you check and double check all of your decisions and you consider all of the ups and downs that could likely happen to you. Nothing in the stupid column please. For those of you with us at the last Mastermind Event is New Orleans in March will remember the session I did on RISK ELIMINATION… it is a strategy by which you can grow your business. I would encourage you to do it. Why do most businesses struggle to grow? Because they keep making stupid decisions. Cut out the stupid decisions (that always seem great at the time) and by default you’re ahead. Business growth CAN be simple. One of the things I’ve learned to do is ask my self this question: “I don’t think I am wrong, but if I was going to be wrong, what would it be?”… if you apply that question to any situation that you’re in, you’ll develop the skill of being able to mitigate the downside of the risks you take as a business owner.

Think about what the question does… it forces you to start to think about things you’ve possibly overlooked. Right there and then you’re considering the consequences of your actions. You’re actually at more risk when you think you’re safe… think about the consequences of thinking that it’s safe enough that you don’t need to wear a seat belt… right in that moment when you chose not to wear one you’re significantly more likely to die. That is the type of decision-making business owners make each day.

TO BE CONTINUED……..

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If you want access to this full 12 page report. Where I explain my complete “More From Less” Strategy, head to my cash club trial page where you can get access to this report, and $2000 of marketing materials for just $1. When you sign up for this 30 day “Test Trial” of my entry level coaching program, you will not only see what I have done to successfully market my fours clinics during this pandemic, but what other multi-million dollar business owners around the world have done as well. CLICK HERE TO GO TO TEST DRIVE MY CASH CLUB PROGRAM AND GET ACCESS TO THE REST OF THIS SPECIAL REPORT

Enrol in a 30 day trial version of my CASH CLUB PROGRAM for just $1 today! CLICK HERE to do this and get access to the rest of this special report

=========================================

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

How To Confidently Sell Your Physical Therapy Services

This week I’m taking you back to a popular episode of the show where you get to see my team and I getting ready for a big event last summer with clinic owners around the world and hear as I discuss how to confidently sell your Physical Therapy clinic’s services – watch the show here:




When you watch the show you’ll also hear me cover:

* Candid conversations with clients about “losing the entitlement mindset”

* Fundamental tips for getting the best from your marketing and your team

* My thoughts ahead of the event…

* The standards I expect of my TEAM to deliver a world-class service

And so much more…

Click here to watch the show, and then hit the big red SUBSCRIBE button on Youtube to get updated with regular business success tips.

Sincerely,

Paul Gough

More Physical Therapy Business Resources:

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling: https://www.paulgough.com/books

For more PT Business Education Material:
Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: What Does The Future of PT Look Like?

What happens when this all blows over?

Lock-downs are lifted. Businesses are allowed to open back up.

Does the world go back to normal?

Do we forget all about Telehealth? I don’t think so.

I suspect a lot of you who pivot to telehealth are going to find that not only do you love it, but you have a skill for it.

And with this new skill you have gained, you will now be able to expand your network and horizon of people across state lines and internationally. And some of you are even starting to think like that.

During Module 2 of my Telehealth Income Explosion Program, I spoke with Mark Milligan, a digital healthcare expert, about just this topic.

The following is what he predicts post-Coronavirus life is going to look like for the Physical Therapy community…

“I honestly think that there’s going to be a massive switch with health care delivery in this country after this and we all have to be ready to deliver some part of our care digitally, not because of payment, but because of patient demand. 

People are going to have a larger understanding of the value of their time after all this has passed and we need to capture and be able to meet that demand as health care providers. 

When this is all said and done, you may have 15% to 20% of your patients that you captured fully digitally. That could be an extremely valuable component of your business. So it’s also going to modify the health care workforce too. You’ll be able to leverage and utilize employees and staff and deliver telehealth and not in a brick and mortar. You may very well change your business model after this, depending on the size of the practice that you have.”

While I agree completely, I do encourage everyone not to make any rash decisions in their business right now. Remember, there are two phases to this and we are only in phase one.

That being said, down the line, I do believe this is a great avenue for people who want to pursue a new learning adventure and a purposeful one at that.

I think something like this genuinely gives you another leg-up and anybody who commits to wanting to be good at Telehealth would really be honing their craft.

It will not only be a great thing to be involved in but secondly, super valuable when a patient all fo a sudden can’t make an appointment for whatever reason and you can say “let’s just do on Skype”.

These are the things that in the end will add up to making significant improvements to people’s practices.

Remember, if you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to content like this and much more.

Just click here:

– Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Sincerely,

Paul Gough

P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.

–  Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

How To Get More Buy-In From Patients

This episode of the show was filmed at a Mastermind Meet held last year where I talk to a room full of clinic owners about how we get more buy-in from patients to having MORE sessions with us.

Click here to watch it:




 

Most clinicians struggle with telling patients how many sessions they really need to achieve the outcome they want – mostly because there is so much fear and worry about push-back and what people think.

But 8 out of 10 times, when you give patients the choice of option “A” (one or two sessions to ease the pain), or option “B”, (seven-eight to REALLY solve the problem) – they’ll choose option B.

The same applies to selling your sessions via Telehealth services too.

Are you going to going to give them option A?

Or, are you going to give them the choice between option A and B, and really grow a profitable business?

Watch the show here – and find out how to increase your PVA, get patients to spend MORE with you and stay longer with you.

Be sure to hit SUBSCRIBE so you don’t miss out on more daily videos like this – right now I’m sharing new content daily to help you not only survive but THRIVE through and beyond the Coronavirus crisis we’re all in together right now.

Click here to watch the show and subscribe.

To your success,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: Have You Already Done It Without Realizing?

What if I told you, you’ve already done Telehealth.

What if I said, you’ve probably done it multiple times.

Telehealth isn’t as foreign of a concept as most people may think it is.

Recently, during Module 2 of my Telehealth Income Explosion Program, I shared a conversation I had had with someone about digital healthcare.

You see, the curse of the expert is we get lost in our own head and we forget where we’ve come from.

Picture your mother. She’s 3000 miles away, in a country where health care is not available and she slips and hurts her back. And the first thing she does is call you.

And, what do you do?

I bet you start asking her what happened and how bad is the pain?

What happens when you touch it there?

What happens when you move like this?

You then probably diagnose her and tell her she’s got muscle spasms and tension. Advise her to ice it and guide her through some simple exercises.

You then say you’re going to call her tomorrow and see how she’s doing.

Guess what? You’ve just done telehealth.

And we take for granted how simple some of the advice is that we give people. And sometimes it’s not even about the exercises, often it’s the assurance that what has happened is okay and they’re on the road to recovery, which gives them peace of mind.

That, right now, is all we are doing for patients.

And anybody who devalues that doesn’t understand human beings and is more interested in their own skills then helping people.

Nothing else is needed right now.

Basically, all you have to do is pretend your patients are your mother and you’re just trying to help.

And if everybody just thinks like that, this telehealth thing becomes easy to sell and you stop overthinking it.

You don’t need fancy funnels and tags and all these other things.

It comes down to, are you stuck a home? Are you worried about not being able to get help? If you are, I’m your guy. Let’s talk.

If you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to content like this and much more.

Just click here:

– Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Sincerely,

Paul Gough

P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.

–  Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: What Is the Most Important Thing You Can Sell Right Now?

We are back with Module 2 of my Telehealth Income Explosion Program.

During one of our discussions this past week, we discovered something important.

Right now people are leading different lives and with that, they are doing different things and feeling different feelings.

From this, different needs and wants have arisen. Through discussion, we realized THE most important thing you could be selling to potential patients right now.

I’ll let digital healthcare expert, Mike Milligan start this one off…

“Right now people are in their homes, they’re going crazy. There’s a desperate need for human contact and reassurance and we know that fear and stress increases cortisol in the human body, which increases your sensitivity to pain. So you’re feeling more of everything. So right now being a voice and being a place for patients to find confidence and contact can be extremely powerful.”

That’s what you’re selling. You’re not selling digital PT. That’s just a name.

What you’re selling is what’s most important. And right now, I couldn’t agree with Mark more.

So let go of the image that you’ve got in your head that people are buying hands-on treatment and all this type of stuff. That’s going to be important on June 1st.

What you are selling is reassurance.

It’s the most fundamentally basic of situations to sell within. And you’re only job right now is to resonate and connect with people on their problems.

When people hunt down medical people we think that they want our Mackenzie exercises and our Mulligan techniques and they’ve never, ever, ever wanted that. EVER.

That was just a feature of delivering the thing that they’ve always wanted. Assurance, outcome, certainty, confidence.

They want peace of mind and to know that they’re problem is fixable. And if you can wrap your head around that, patients will love you for it.

You won’t need fancy sales or marketing techniques, you just need to understand what people want right now, what they need.

One of the key things I’ve learned through my career is if you can answer these questions for a patient…

  • What’s wrong with me?
  • What can you do to fix it?
  • How much is it going to cost?

Then you can help anybody.

It’ the simple matter of eliminating their fear and eliminating their uncertainty and giving them reassurance.

Remember, if you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to content like this and much more.

Just click here:

– Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Sincerely,

Paul Gough

P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.

–  Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: Is A Marketing Funnel Needed Right Now?

We are already finished with Module 2 of my Telehealth Income Explosion Program!

This past week I had a digital healthcare expert, Mark Milligan on to share his insights into the Telehealth world as well as answer some burning questions.

One of the first topics brought up was the process of a Marketing Funnel when dealing with digital healthcare.

Before I continue, let’s see what Mark had to see about his process…

“The biggest marketing strategy for me has been social media and ad marketing. I target specific age demographics, and area demographics as well as target marketing by zip code. The latter has been very powerful for me being in Austin, TX because there are unique zip codes.

I then typically offer a free telehealth consult. I admittedly am not a high-level marketing funnel man. Paul is by far and away the marketing genius when it comes to those things. So, I’m a pretty simple marketing person on that level. I offer a free digital screen and then if they want they can either do a mobile practice, hybrid or go all digital.”

Everything Mark has said is bang on. IF this was the pre-COVID 19.

However, there are two phases you’re gonna market this in.

There’s the phase where the most important marketing tool is the funnel. And you know everything I’ve taught in the past about giving your potential patients lots of love, time and educating them and so on.

But the phase that you’re in now? It’s not needed.

Because right now, you’re looking for, two or three people, out 10 to snag. Where they need this now and they don’t need educating or information.

They have a problem and genuinely need to speak to somebody because the fear of not being able to get some help is building and brewing and making the problem worse.

But if you’re planning on doing this long term, you may need the nurture forms and you may need the follow up with the blog’s and the videos and the customer testimonials.

But right now you’re only looking for a pocket of people in a big bucket to say yes to Telehealth, so you can get through to where you need to be in the next few months.

My advice? There’s no need to be fancy.

Right now focus on bombarding your social media and your Facebook ads and having your web page say “Open for Business”.

And then well people call, if you’re open, offer a hybrid, if not, offer digital and let them make the decisions. From then it goes down to selling.

And you know your selling ability after that.

Remember, if you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to content like this and much more.

Just click here:

– Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Sincerely,

Paul Gough

P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.

–  Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: What Happens To Discovery Visits?

During Module 1 of my Telehealth Income Explosion program, a good point was brought up.

What do we do about Discovery visits?

Are they even still a thing we offer.

And my answer? It depends on how the patient comes to you.

If it’s a mom who wants convenience and is confident enough to consider telehealth, then she’s already buying.

But Mrs. Smith, 65-year-old, nervous about everything, watching CNN and Fox, she’s a little bit more hesitant. And in that respect, she may need a bit more time and more convincing.

There’s a blueprint there of what PT looked like and you’re gonna have to change it for patients so they understand the value of this.

And ultimately it all comes down to, what other options do they have?

It’s two different pockets of people with two different reasons for buying from you. And as always, it’s your knowledge of the person that helps you to market to them.

Telehealth Expert, Juan Michelle Martin also weighed in on this topic…”

I think you’ve got to recognize your audience. The majority of my clients that I get for telehealth I get online. They’re not looking necessarily to for a call, they’re already online. They’re already searching online, so they want that option. They want to know they can schedule when they need to.

But then you have the people that don’t know. They’ve never had Telehealth. They’re people who don’t even know it exists. And they’re calling you like, Hey, I need therapy. Are you open? And they don’t know, and you’re gonna have to have that conversation with them.

So are you going to still have to have conversations? Yes. Can you still offer discovery visits? Yes, but should you have a way to automate this? Absolutely.”

The bit that is in your favor is, the choice is gone.

There is no choice right now.

And that is why patients will accept telehealth.

They will accept it because they physically, periodically have no other choice.

Remember, if you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to content like this and much more.

Just click here:

– Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Sincerely,

Paul Gough

P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.

–  Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: How Will I Compete With “Big Box”​ Insurance Companies?

So we’ve discussed what Telehealths “perfect patient” is.

We’ve talked about why your patients should choose it.

But now here’s another question many of you may be wondering about.

What happens if in the midst of all this the insurance companies start hopping on board?

Does the value change when it becomes more widely available?

What is going to make someone pay $250 for Telehealth when they can pay a $40 co-pay.

I’ll let our Telehealth Expert, Juan Michelle Martin kick this off…

“How do you do that now in a clinic when you’ve got other clinics that charge way less than you do.?

You’re offering value. And you’ve got to understand that not everybody is going to be your ideal patient. And if they want to go with the big box and they’re gonna price shop, then let them do it. That’s not the person that you want to see anyway. But you need people that are going to value what you’re doing. For instance, you’re going to Paul for coaching. There are other people out there that offer coaching, But there’s something about Paul that drew you to him. So you’re gonna have to have your messaging on point because the big box people may not necessarily be treating the thing that you’re treating either, right? So if you’ve got a specific specialty or whatever the case may be, who are the people that you’re speaking to? Who are the people that you’re working with? What is the skillset that you have that you can offer these people?

And ultimately with those “big box stores”, they’re going to be doing the same mill type treatment. And people may go to them initially for the cost but ultimately, people are not going to stay with them because they’re not getting the results. 

So your job is to offer results and to give results to people and that’s what you do and you keep doing that. It’s no different from the clinics right now. They’re 1,000,000 PT clinics on every corner, so what is it that you’re doing differently that’s causing people to come to you versus go to them?”

One word…

MARKETING

Marketing is the difference between everything.

The process of selling something hasn’t changed. The process of marketing hasn’t changed.

It’s as old as time.

Take it all the way back to P. T. Barnum. It’s the exact same thing. What made his circus different? Theme parks. What made Disney’s different?

Marketing.

And what it comes down to is personality, value, and confidence.

Juan is 100% right in that there are clinics that are fighting for your patients right now, so what makes the difference?

The value proposition, the stories you tell, the relationships you build with your clients, the follow-up system, and the expert status that you position yourself as.

None of this is gonna change. It’s the same problem that we’re all facing all day every day, just disguised as a different disease.

Remember, if you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to content like this and much more.

Just click here:

– Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Sincerely,

Paul Gough

P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.

–  Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: What’s The Biggest Objection?

Whenever you are trying to “sell” something, people are going to have objections.

Most of the time these objections manifest as excuses.

Trying to get your past patients to buy into Telehealth may come with its challenges, but as long as you know what you’re dealing with ahead of time, you can create a game plan.

So what is the biggest objection when it comes to getting people to try Telehealth?

Expert Juan Michelle Martin weighed in…

“Money, like everybody else. You know I have people coming to be because they’re in pain and I’m like, well, you know, do you want to hurt or do you not want to hurt? And initially, for me, that was a problem. And I think I’ve just gotten to the point where I know they’re in pain. We’ve talked about all these things, I’ve asked them their problems. And make sure that you’re asking them questions, because then when they give you the rebuttal, you have the answers that they’ve given you to use against them. 

So they’ve told you these things. You asked them these questions. And you told me, just now that this is the problem and we can fix that. You know, we’ve already talked about how we can address it. You’ve already said that that’s what you want. So what’s the real objection? Do you really value the money over the cost of making you better?

Sometimes I’ll tell, let’s at least get an evaluation done. Like I always say, I want to make sure that you’re not hurting. If you choose to go elsewhere, that’s fine. But lets at least get that eval so that you don’t have to be hurting right now. We can at least start to take care of that. And usually, by the time they do that, they just end up staying. Once you get them booked for the eval, they will end up staying for good.”

It’s no different then what I’ve been saying for years.

You find the thing that’s more important than money and you sell that to your patient.

It’s not about money, it’s not about the problem, it’s taking away the symptom the problem creates.

And we can SILL do that with Telehealth.

The next module on the Telehealth Income Explosion Program starts at 5pm EST today.

Join now and you’ll get access to last weeks first module immediately:

– Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Sincerely,

Paul Gough

P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.

–  Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: How Do You Create A Plan Of Care?

So you’ve done it. You’ve got your first Telehealth patient.

They’ve agreed to spend $200 to work with you, great, But now what?

If this were my clinic I would start with nine sessions. Three this week, three the next week and so on. But people aren’t going to want to do three sessions a week online. So what do you do?

What are the “rules”?

What do we do if we don’t stick to the “in-clinic model”?

Thankfully, Telehealth Expert, Juan Michelle Martin gave me some insight into what her plan of care was…

“For me, it depends on the patient that I’m working with. So, there are some people that might come to me that are very guarded and I might say, You know what? Here’s what we’ll do. We’ll do this evaluation session and then see where we are.

But then use that evaluation, to prime that patient, and then offer them that package. I usually tell people I need at least this many visits to work on these things. You know, typically, I see my patients once a week. I don’t necessarily need to see them because I’m not seeing a lot of post-op patients. But if I am, then I might see them twice a week to start and then, branch off to one time a week. But for those of you working with orthopedic patients, working with post-op patients, you absolutely need to be in there. You need to tell them, listen, they’re things that we need to make sure that we’re staying on top of, you know, they’re progressions that I need you to make. We want you to get back to this point and keep driving home those goals. Keep telling them, you know, we need to get you back here. If this is where you want to be, then this is what we need to do to get you there. And sometimes it’s just about leaving the ball in their court. If this is what you want, then what are you gonna do about it?”

Remember, this is a different medium then most of us are used to. So working with not only the clients’ needs but also with what they are willing to give is key.

Also, if you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to all content which includes every and anything you may have missed.

Just Click Here:

– Yes! I Want To Replace My Income With Telehealth. 

And be sure to check out my Podcast where you can listen to these questions being answered, here.

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: Why Should My Patients Choose It?

We are back with another question with Telehealth expert, Juan Michelle Martin.

If you have read my books you know that one of the most important things in Marketing is knowing what your patient wants. The reason this is so important? So you can sell to them.

This is why I needed to know what it was about Telehealth that made people more inclined to choose it over an in-person clinic.

This is the answer I received from Module 1 of my new Telehealth Income Explosion Program

“Convenience. You are offering convenience. I’m a mom. I’ve got two kids and they’re little, they’re four and seven. Do I really want to get up and go somewhere or do I want to be able to say, you know what? I know in the morning they’re going to sleep in till, like, 9, 9:30 so I can do a session at seven o’clock in the morning. And the thing is, I have the ability to make my schedule flexible. I don’t have have to have a hard and fast schedule. So if I get them on the phone and they have an objection to my schedule that they see online, I say, Oh, no, wait, we can make exceptions. If that’s what you need, then that’s what we’ll do, there is some wiggle room in there.

But they want convenience. You know, that’s what moms want. Moms don’t need another thing to stress them out.”

And THAT’S what people pay for.

So when you’re worried about your prices, people are actually happy to pay more for convenience.

Why? Because people value TIME more than MONEY.

Every person reading this values time more than money, and so do I.

So when you’re looking for the confidence to sell this, that’s what you’ve got to remember. You are offering convenience and certainty.

Remember you can still enroll in my Telehealth Income Explosion Program and gain access to all content, even those that you may have missed.

Simply visit, PaulGough.com/Telehealth

And be sure to check out my Podcast where you can listen to this question being answered, here.

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: Who Is Your Perfect Patient?

Last week we had our first module of The Telehealth Income Explosion. To kick things off we were joined by Telehealth Expert, Juan Michelle Martin. Well, of course, the marketer in me couldn’t resist asking “Who is your Perfect Patient?”.

And I didn’t just mean during this unusual time. I wanted to know under normal circumstances, who is Telehealth catered to. Her answer was this…

“The people that are hurting, that want help now. The busy executives. I mean, it really depends on your niche. The moms love it because guess what? They don’t have to leave the house. They’ve got babies to take care of, they’re worried about nap times, having to get in the car, find child care. And you’ve gotta really speak to the problems that they have.

I live in Georgia, right? So the average amount of kids people have is at least two or three and they don’t wanna have to find child care each and every time. They may not be able to always get a family member, so now, they’ve got to pay for a sitter, then they’ve got to leave so they can come to see you. I don’t want to do that. So Telehealth is a really viable option for them. The other thing is, you can just plan it around something like the baby’s nap time. Or if they’re coming to me and they say, my neck is hurting, I tell them to let me know when they are nursing the baby and let’s schedule your session then because I guarantee you that that’s when you’re having this problem.

Or let’s say the busy executive. They don’t want to have to leave work if they don’t need to. They don’t have the time. So what can you do to make this a viable option for them?

You can even think about changing your hours. Could you see patients between five and eight o’clock that morning? Could you see patients between eight and 11 at night? Can you give those people who have that busy schedule a different option? So they’re not having to take PTO or they’re not having to take time out of their day. Because even if you’re doing Telehealth, we can’t assume they’re gonna have that time as a lunch break. Now they’re at work, are they really going to want to do this while they’re at work? So then you see if you have weekend hours that you can make available for them. That’s the beauty of telehealth that I hope most of you guys get. There’s just so much flexibility. So utilize it.”

So, in summary, under NORMAL circumstances, there are two groups of people who buy Telehealth:

1. Busy Executives who value their time more than their money

2. Busy moms who can schedule appointments around their baby’s nap times.

However, these are not normal circumstances.

That means there’s a different group to target under these (coronavirus induced) circumstances and that is:

Your past patients.

And, more specifically,

Your past patients who are STUCK AT HOME. And if you think about it, that is where your opportunity is…

I don’t think for one-second Telehealth will replace ALL of your lost income, but I know it WILL go a long way to replacing SOME of it.

Right now, it is about “stopping the blood loss”- not trying to run a marathon.

If we can just stop the blood loss for the next few weeks then our businesses are going to be alive when all of this is eventually over…

Our businesses are in the Emergency Room right now. Don’t worry about checking for body mass index and cholesterol.

Just focus on the heartbeat and the amount of oxygen that is going around the body to stay alive.

Right now Telehealth is the HEARTBEAT and CASH is the oxygen.

Good news?

You can still enroll and access to all my Telehealth Content, which includes every and anything you may have missed.

Just Click Here:

– Yes! I Want To Replace My Income With Telehealth. 

And be sure to check out my Podcast where you can listen to this question being answered, here.

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

How To Find, Hire And Train Staff You Can Trust

Here’s a popular episode from the archives where I show you what my team and I REALLY get up to behind the scenes at our big Mastermind Events for top clinic owners around the world:




(Click here to watch the Vlog)

On this one, you get to see live footage from Day 1 of the Nashville Mastermind Event, what goes on behind the scenes with my staff and all of the hard work that goes into making the event spectacular… PLUS, watch and learn as I recap the major learning points from the day.

Also covered on the show:

* The importance of surrounding yourself with people who face the same challenges as you – for growth

* Why it’s essential to find, hire and train A-Players to achieve the financial and business success you want

* How to get the best from your team, and how to set them up for success

* Lessons on communication to motivate staff and attract new patients for your clinic

* And so much more on this “on location” episode of the show…

Click here to watch the Paul Gough Physio Rooms show “On Location” in Nashville and then hit the big red SUBSCRIBE button on Youtube to get updated with regular business success tips.

Enjoy the show!

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.